The Director, Member & Industry Affairs is a senior sales position designed to maximize revenue across all TIA products with top current clients and prospect accounts. This role works to generate opportunities and to close business required to meet the revenue goals across membership, events, and digital media sales.

DUTIES AND RESPONSIBILITIES:

Achieve revenue objectives by proactively selling TIA membership, services and offerings to new companies and existing clients, establishing TIA as a strategic partner to help achieve customers’ business objectives

Conduct account research and create compelling proposals that deliver results

Effectively utilize sales support resources to maximize revenue

Balance short-term and long-term revenue goals by managing a pipeline mix of company size and TIA services that meet monthly and quarterly sales goals; Prompt follow up on marketing and website leads

Work within the organization (Marketing, Technology, Policy, Market Insights) to ensure positioning of compelling offerings ; Work with internal organization and existing members to identify new leads and references

Maintain opportunities, leads and contacts within Salesforce.com and update CRM (Avectra) system to aid in maintenance of account contacts and activities by membership services

Experience selling consulting services or membership as a ‘subscription” is highly desirable

Ability to assess a customer’s business needs and execute a consultative sales process with senior decision makers that creates strategic value and the basis for long term business relationships; comfortable executive presence

Ability to build new relationships across large organizations

Ability to close deals across a mix of companies and products

Able to quickly learn and use information, multi-task

Team player with outstanding interpersonal skills and positive attitude

Very strong verbal and written communication skills

Requirements:

8-10+ years of sales experience with at least 5+ years of outside sales

Bachelor’s degree or equivalent industry and sales experience

Proven track record of meeting or exceeding goals, and developing new business with new company relationships

The Attorney will provide legal counsel and advice on overall trade association governance and operations; business transactions; standards development and technology initiatives; intellectual property issues; public policy issues; and related legal/policy issues.

Duties and Responsibilities:

Provide legal guidance to the Chief Executive Officer, Board of Directors, senior management, and staff on association matters including contracts, business initiatives, mitigation of legal and operational risks, good governance and compliance, and best practices

Draft, negotiate, and/or review contracts, business agreements, and arrangements with partners, licensees, hotels, third party vendors, consultants and other similar entities

Support Human Resources in employment and benefits matters

Manage outside counsel and consultants

Participate in internal and external meetings, as well as Board of Directors meetings, regarding association matters, including but not limited to governance, budget, special projects, and strategic initiatives

Provide legal support for standards development processes, including assisting with document review, ANSI compliance, collaboration with other standards development organizations, responding to subpoenas, and related issues

Serve as resource to Standards and Technology staff regarding emerging technologies and trends, as well as core communications industry technology priorities

The TIA Director, Member Relations Services ensures our members are aware of and engaged and benefitting from the breadth of the associations’ offerings. This individual defines and drives our member relationship lifecycle strategy across all functions of TIA to provide a relevant, cohesive customer experience. The TIA Director, Member Relations Services is responsible for systematically executing our membership growth and renewal program to achieve annual revenue growth objectives.

Personally build relationships with individuals in member companies through phone calls, video communication, and written/email communication. Ensure quick engagement on issues and discussions of critical importance to each member.

Develop integrated marketing strategies and member programs to reach member segments with relevant opportunities to engage. Create and manage member newsletters and satisfaction surveys. In collaboration with marketing and communications leverage audio webinars, TIA Now video webinars and social media outreach to educate and demonstrate member value.

Support members in registering for events, programs and provide input to marketing on opportunities for marketing to speak or participate in panels and workshops.

Play a leadership role in planning member aspects of TIA events and offerings. Actively participate and support annual conference planning and activities

Coordinate and participate in member visits to our Arlington site, or to local member offices as appropriate.

Renewal/Invoicing - Drive ongoing accurate renewal/invoicing communication. Ensure follow up of renewals and billing to ensure prompt payment by members

Membership Analysis and Reporting

Provide regular reporting and analysis of new member growth, member counts and loss analysis. Work with accounting to accurately reflect revenue. Identify trends, opportunities and risks.

Report on and present as needed the member retention and recruitment efforts to the TIA leadership and staff, as well as board members as required

Optimize use of the customer relationship management databases and reporting tools, and improve the use and knowledge of its capabilities across the Association.

Lead and collaborate across TIA organization to achieve membership and overall TIA goals

Engage with Marketing, standards and technology and policy to expand membership value and ensure relevant engagement.

Educate TIA staff as to membership trends and how they can improve value.

Team with marketing team on capturing member information as well as execution of any member specific events.

Sales to identify opportunities for new member segments and companies and support sales opportunities to accelerate closure

Serve as team leader for member relations staff (and contractors, when appropriate) to optimize effectiveness. Mentor and teach, arranging appropriate education and understanding to do their jobs.

TIA is in transformation to meet the needs of its membership and the information and communications technology (ICT) industry. The industry is undergoing enormous disruption and change, as the Internet of Things (IoT), wireless communications and network infrastructure shift to accommodate global consumer, business and institutional demands.

To establish greater awareness of TIA’s activities and the benefits of membership, the association is seeking to streamline its creation of content. The Content and Messaging Development Specialist is responsible for developing strong and consistent messaging architectures, as well as interesting and compelling stories to strengthen TIA’s message.

Content will be used in a variety of ways, from brief summaries for email marketing, to ongoing updates about initiatives at TIA, to bylined articles for placement by other teams in the media, to outcomes and takeaways from meetings. Content will be drawn from video and audio webinars, information gleaned through meetings and discussions, standards, one-on-one interviews with industry experts, and market intelligence reports.

The Content and Messaging Development Specialist is responsible for developing, overseeing and implementing activities designed to help TIA consistently achieve its communications and outreach goals. The ideal candidate will have experience in the Information and Communications Technology (ICT) industry and be knowledgeable about concepts and trends in such areas as telecommunications, cloud computing, software services, virtualization, Internet of Things, mobile communications.

Essential Duties and Responsibilities

Manage messaging architecture to reflect the TIA value proposition across all services and offerings

Take ownership for creating, editing and publishing copy to promote a defined set topics to key audiences leveraging communications channels led by this role

Support other functions (communications, marketing, sales, policy, technology, market intelligence) to leverage the same content more effectively into communication channels that they are responsible for

TIA is scaling up to a continuous drumbeat of events and webcasts throughout the year. These include a mid-year annual meeting and other regional workshops, breakfasts and meetings. At this time TIA’s events do not include an Exhibition, although at times exhibits and demos may be offered.

The Events Relationship Manager will be an integral part of TIA’s Networking and Marketing Team, serving as the point person for project management and execution of sponsorship deliverables, registration, customer service, timelines and budgets. The responsibility for site visits/selection, decorator contract and management, and onsite operations and logistics is handled by the Director of Operations.